How Many B2B Sales Teams Lack Negotiation Skills?
Exploring the Results of a MindBrew PulsePoll on Negotiation Training for Sales Teams
Recently, we conducted a PulsePoll on the topic of negotiation training. Through this research, we wanted to understand the extent to which B2B sales teams were taking steps to develop and maintain these critical skills. As you review the results and read our observations, please keep in mind that our audience is skewed toward the leading edge of the best-practices spectrum. (In other words, these findings may paint a more optimistic picture of what's happening, relative to the general B2B environment.) Here's what you'll learn in this Research Brief:
- What proportion of B2B sales teams are receiving formal training in negotiation?
- What are the reported differences in negotiation skills and levels of competency?
- Why might some companies be blind to deficiencies in the area of negotiation?
- Is there an opportunity for significant improvement lurking behind the findings?
This research is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
-
Delivering Data to Decision-Makers
Providing sales data to executives and other decision-makers is a core responsibility for most Sales Ops teams. In this session, learn what leading teams are doing to make their efforts in this area far more effective.
View This Webinar -
Developing Prescriptive Account Plans
Learn a powerful 7-step process for growing sales from your existing customers. See how to identify exactly where growth opportunities are and create the account plans that will capture them.
View This Tutorial -
A Modern Approach for Fixing a Costly Revenue Leak
We recently went through a virtual negotiation training program that can help close the massive skills gap between buyers and sellers. In this research brief, we share our impressions and recommendations.
View This Research -
Creating Content That Actually Works
Content marketing is getting lots of attention, but it's easy to gloss over some crucial processes. In this on-demand webinar, you’ll learn about ten proven strategies for creating more effective sales and marketing content.
View This Webinar

Why Subscribe?
When you join your peers and become a SellingBrew Playbook subscriber, you get immediate access to this research as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial sales ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in sales who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific sales ops challenges
Come Join Our Next Webinar
Sales Services or Technology?
Check out the SellingBrew directory and learn more about providers like these:
And more! Visit the directory and get the help and solutions you need.